Reminders and Announcements Exam 2 due, Group Formation details due by 2/24Class Assignment 3 on Wednesday on Active-listening skills Presentation 1 Review & Comments next Monday Presentation 2 Details Revisited Lecture Review : Chapter 10 Lecture: Chapter 11Video PresentationIndividual Presentations (last one!) WkTopic/LectureClass ActivitiesLecture7M2/17Consultative Sales PresentationLecture Review Role-Play/Video PresentationChapter 11W2/19ON-LINE (Class Assignment 3)8M2/24Creating Value with Sales DemonstrationLecture Review/Video Case Class ExercisesChapter 12W2/26Negotiating Buyer ConcernsON-LINE (Class Quiz 3)Chapter 139M3/2Confirming PartnershipLecture Review/Video PresentationChapter 14W3/4Presentation 2 preparations10M3/9Presentation 2 W3/11Exam 3ON-LINE (Exam 3)11M3/16Presentation 2 * Name of student Mon 2/17Verduzco,AlondraJackson,Lamia Rodriguez,Amber JeaniceGu,ShanMou, Zheng Doak,Stephanie * The presentation topic you choose will be an actual group (business to business (B2B) sale presentation at the end of the academic term. Form yourself into a group of 5 students. Decide on a particular selling organization and then plan to make a sales presentation based on their products/services. Make sure the company you choose for your sale presentation are into professional selling (have personal selling practices) Do your research and learn about their personal selling practices. Presentation Team listing/choice of selling organization is to be submitted to your professor by Monday 2/24. Students must prepare a 15-20 minutes sales presentation based on a chosen product or service from a personal selling organization of their choice. Students are encouraged to apply as much as possible the approaches, strategies and techniques taught in the course. The effective sales presentation is built with a strategic plan. Every step of the sale, from the approach to servicing the sale, is carefully planned in advance. This presentation will account for 10 percent of your final grade. Your team will be notified on your presentation schedule by your professor. Students preparing for our final sales presentation - You should assume the audience (the class) to be a prospective organizations who are invited to listen to your sales pitch. You must let your professor know some pre-sales presentation information and assumptions for role-playing purposed which will be carried out during your presentation. Type and Profile of corporate buyer/s in the audience for role playing Location and setting of presentation for role playing Any assumptions for role playing You must include price details in your presentation and perform the demo Be prepared to negotiate/handle any sale objections, concerns, resistance Each team will be allowed up to 20 minutes for their sale presentation. Expect 15-20 minutes of Q & A, comments. Be prepared to negotiate/handle any sale objections, concerns, ...

1. Reminders and Announcements
Exam 2 due, Group Formation details due by 2/24Class
Assignment 3 on Wednesday on Active-listening skills
Presentation 1 Review & Comments next Monday Presentation 2
Details Revisited
Lecture Review : Chapter 10 Lecture: Chapter 11Video
PresentationIndividual Presentations (last one!)
WkTopic/LectureClass ActivitiesLecture7M2/17Consultative
Sales PresentationLecture Review
Role-Play/Video PresentationChapter 11W2/19ON-LINE (Class
Assignment 3)8M2/24Creating Value with Sales
DemonstrationLecture Review/Video Case
Class ExercisesChapter 12W2/26Negotiating Buyer
ConcernsON-LINE (Class Quiz 3)Chapter 139M3/2Confirming
PartnershipLecture Review/Video PresentationChapter
14W3/4Presentation 2 preparations10M3/9Presentation 2
W3/11Exam 3ON-LINE (Exam 3)11M3/16Presentation 2

2. *
Name of student Mon 2/17Verduzco,AlondraJackson,Lamia
Rodriguez,Amber JeaniceGu,ShanMou, Zheng
Doak,Stephanie

3. *
The presentation topic you choose will be an actual group
(business to business (B2B) sale presentation at the end of the
academic term.
Form yourself into a group of 5 students. Decide on a particular
selling organization and then plan to make a sales presentation
based on their products/services.
Make sure the company you choose for your sale presentation
are into professional selling (have personal selling practices)
Do your research and learn about their personal selling
practices.
Presentation Team listing/choice of selling organization is to be
submitted to your professor by Monday 2/24.
Students must prepare a 15-20 minutes sales presentation based
on a chosen product or service from a personal selling
organization of their choice. Students are encouraged to apply
as much as possible the approaches, strategies and techniques
taught in the course.
The effective sales presentation is built with a strategic plan.
Every step of the sale, from the approach to servicing the sale,
is carefully planned in advance.
This presentation will account for 10 percent of your final
grade. Your team will be notified on your presentation schedule
by your professor.

4. Students preparing for our final sales presentation -
You should assume the audience (the class) to be a
prospective organizations who are invited to listen to your sales
pitch.
You must let your professor know some pre-sales presentation
information and assumptions for role-playing purposed which
will be carried out during your presentation.
Type and Profile of corporate buyer/s in the audience for role
playing
Location and setting of presentation for role playing
Any assumptions for role playing
You must include price details in your presentation and perform
the demo
Be prepared to negotiate/handle any sale objections, concerns,
resistance
Each team will be allowed up to 20 minutes for their sale
presentation.
Expect 15-20 minutes of Q & A, comments. Be prepared to
negotiate/handle any sale objections, concerns, resistance,
difficult customers and challenging selling circumstances.
You must make a sale to get a good grade. This presentation
will account for 10 percent of your final grade.
You must let me know some pre-sales presentation information
& Assumptions :-

5. Type and Profile of buyer/s
Location and setting of presentation
Assumptions
Reminder
- Don’t forget price details in your presentation
- Remember the demo
- Be prepared to negotiate/handle any sale
objections, concerns, resistance
Presentation Team members listing/choice of selling
organization is to be submitted to your professor by Monday
2/24.
Make sure you pick a company that is professional selling (have
personal selling practices)
Avoid alcoholic beverages-related selling organizations
Nestle
Lean, Melissa, Nic, Fabiola, Abdulaziz, Norma
LA Fitness
Brandon, Nawaf, Omar, Michael, Aimme, Nicole, Van

6. Redbull
Victoria, Paige, Taylor, Natalie, Ryan, Hera, LIsa
Students must make a actual sales presentation -
You should assume the audience (the class) to be a prospect /
potential buyer.
Business to Business selling better
Ensure there are negotiation opportunities
Role-playing important
Do all you can to get that sale!
Chapter 10
The presentation strategy is a plan that includes three

7. prescriptions:
Establishing objectives
Developing presale presentation plan to meet objectives
Renewing one’s commitment to outstanding customer service
(Essentially it is about how do you plan on presenting
effectively to your prospect, BEFORE, DURING & AFTER your
meeting/s with your prospect, the approach)
Copyright © 2018, 2015, 2012 Pearson Education, Inc. All
Rights Reserved
Learning Objective 5—The fifth learning objective is to
describe the six main parts of the presentation plan.
Once you have established objectives for the sales presentation,
the next step (prescription) involves developing the presentation
plan.
Preparing a customized sales presentation can take a great deal
of time and energy.
However, it is worth the time since the attention to detail gives
you added confidence and helps you avoid delivering
unconvincing hit-or-miss sales presentations.
The plan is developed after a careful study of the six-step
presentation plan as shown in Figure 10.3.
Each step of this plan is explained in Chapters 10–15. This

8. chapter will next focus on step one: approach.
Please note that although these steps are standard steps and
have been for quite some time, the salespeople must remember
that the presentation must be adapted to each specific prospect
and situation.
*
Pre-Approach and Approach activities
Ways to effectively approach the customer and begin to
discover their needs, from social to business
7 ways to convert the prospect’s attention and arouse interest
(Agenda, Product demo, Referral, Customer Benefit, Question,
Survey and Premium approaches)
Connectivity
Emotional
Intelligence
(EQ)
(1) Capturing Attention & Interest
Emotional
Intelligence
Non-Verbal Communication Skills
- sending & understanding non-verbal messages
- eye contact
- voice tone/pitch

9. - gestures
- facial expressions (e.g. a smile)
- body expressions & movement
- distance
Emotional Management
(managing own feelings/emotions)
- e.g. managing nervousness
- e.g. projecting confidence -> trust
Relationship Management
(connecting with others)
- Hints of empathy and sincerity (platinum rule)
- Adaptability (style flexing)
- Product Knowledge and Expertise
- Being Personal, Story-telling
- Enthusiasm, Humor
- Clarity, Conversational
- Friendliness
Connectivity
Professor Tan’s ideas
*
Copyright © 2018, 2015, 2012 Pearson Education, Inc. All
Rights Reserved

10. Learning Objective 5—The fifth learning objective is to
describe the six main parts of the presentation plan.
Once you have established objectives for the sales presentation,
the next step (prescription) involves developing the presentation
plan.
Preparing a customized sales presentation can take a great deal
of time and energy.
However, it is worth the time since the attention to detail gives
you added confidence and helps you avoid delivering
unconvincing hit-or-miss sales presentations.
The plan is developed after a careful study of the six-step
presentation plan as shown in Figure 10.3.
Each step of this plan is explained in Chapters 10–15. This
chapter will next focus on step one: approach.
Please note that although these steps are standard steps and
have been for quite some time, the salespeople must remember
that the presentation must be adapted to each specific prospect
and situation.
*
Chapter 11 – Consultative Sales Presentation
P3
Questions, Questions, Questions

11. Chapter 11 (18 minutes)
CLASS ASSIGNMENT 3
To fully understand the customer, one must listen closely and
acknowledge every response.
Active listening is the process of sending back to the prospect
what you as a listener think the person meant, both in terms of
content and feelings.
Active-listening skills can be learned by any salesperson willing
to make the commitment.
Use the following three practices:
· Focus your full attention
· Paraphrase the customer’s meaning
· Take note
Q1. In today’s world of 24/7 constant digital contact, we often
time struggle to focus our attention. What are your struggles in
paying attention and having that ability to listen closely?
Q.2 What actions could you take to improve your ability to
focus attention and listen actively?
1